Persuasive Statements Based upon See, Hear or Feel Buyers

Now that you have your list of words as well as some understanding of how all these words help identify your buyer or decision makers thinking language, you are now ready to apply this knowledge.

So today I’m giving you some example statements for each of the three representational systems used by people – Visual (See), Auditory (Hear) and Kinesthetic (Feel) types.

I will start with the most common person you will find today – the Visual person.

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Words to Identify an Auditory Buyer

After writing about the three primary representational systems, it is time to give you a list of the words using by the different systems.

This is Part Two of a Three Part Series on words using by a visual, an auditory, and a kinesthetic.

The key is to ask a general question and then listen to the response identifying the word usage patterns. Here are two general questions to use for this purpose in B2B Sales…

1.    “Describe to me…”
2.    “What would you change about…”

Fill in the blank in each question using your specific industry issues for a complete question.

Here are the Words for the Auditory Language

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Words to Identify a Visual Buyer

Okay, after writing about the three primary representational systems, it is time to give you a list of the words using by the different systems.

So, this is part one of a three part series on words using by a visual, an auditory, and a kinesthetic.

The key is to ask a general question and then listen to the response identifying the word usage patterns. Here are two general questions to use for this purpose in B2B Sales…

  1. “Describe to me…”
  2. “What would you change about…”

Fill in the blank in each question using your specific industry issues for a complete question.

Here are the Words for the Visual Language…

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Rapport is About Listening to Their Words

Recently, I was coaching a sales person who could not understand why she was losing so many sales opportunities. She explained to me how see used the same sales process, basically the same techniques and methods, yet, she had major differences in her sales results.

Then she said the major words relative to her issue. She stated that sometimes everything flowed with no issues, while on other occasions – she felt a block to anything she said or the prospect would just look at her as if she was speaking a foreign language. This is important part. Even if you are both speaking the same language, if you using difference representational systems there can be total misunderstandings.

Here is what I’m talking about. People have three primary representational systems – visual, auditory and kinesthetic. Actually there are two others, yet, there are rare except for certain jobs. Getting back on track here, if you are speaking in visual terms and the other person is auditory – you can be mismatching and yes, you will have difficulty in understanding what is being said.

There are two primary methods to discover which representational systems are being used.

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